Ari Galper - Sales Unlock the Game

Creating trust – The New Sale Mindset

How to permanently end sales rejection
How to thrive in this economy
How to break sales resistance by creating trust
How to get everything you want in life
No sales pressure
Recession of trust

Myths

Sales are a numbers game.
Sales are not lost at the end of the Sales Process – there are lost at hello.
Overcome objections.
- Broken trust can happen.
Instead defuse objections.
Rejection is part of selling
Zero Resistance = more Sales Aikido
- defuse the pressure.

Secrets to the New Sales Mindset

Old Way =
Make your sales pitch &
Close your eyes hope it works.

New Way =
Focus on the trust about their needs, instead of trying to make the sale.
This creates trust and understanding.
Your prospect begins sharing their problems and issues.

If - Yes - Continue the dialogue towards the sale
If - No - Thank you and move on

Principles behind the mindset.

1. Defuse pressure.
a. Where do you think we should go from here?
b. They have the choice.
c. My job is the truth not the sale.
d. LISTENING

2. Get to the truth (not the sale)
a. Send information
b. “that’s not a problem”
c. “would it make sense to figure out what the two or three problems are to solve problem”

3. Solve the problem (be a problem solution not a pitch)

SOLUTION

Hi I am …………. from………. I am hoping you can help me out.

Here’s the formula.

The New Sales Mindset
+
Trust based language
=
Get what you want in life.

Don’t use the word follow-up.
Do you have any feedback on expo?
The services
Break the resistance

When you call a potential lead and you get - we are using someone else”
We say “That’s not a problem. I wasn’t calling to currently replace who you use, but would you be open to any solutions”.

When you get - “Price too high”
We say “You’re absolutely right. The fee and price can be perceived as high but you haven’t had the choice to utilise our product/services”

Not about what you are selling but hope you sell it.

For more information, www.unlockthegame.com

Ari has written a book about his son, have a look at www.tobysbook.com